Senior Account Executive - Air Force & Space Force

About the role

ABOUT GALLATIN At Gallatin, we are rebuilding logistics infrastructure for the national security missions of the United States and allied partners. We build AI systems that determine how logistics decisions are made — not just how they're executed. From factory to foxhole, we operate at the layer where data becomes decisions, and decisions make the advantage. ABOUT THE ROLE Gallatin is hiring a Senior Account Executive — Air Force & Space Force to drive adoption of its Navigator platform across a mission landscape supported by more than $50 billion in annual operating-force investment. In this role, you'll help the Air Force and Space Force address consequential challenges in maintenance, sustainment, logistics, readiness, mobility, and contested operations. This is a full-cycle growth role—not an account-management or proposal-coordination position. You will identify high-value mission problems, create net-new opportunities, build relationships with operational and acquisition stakeholders, and lead complex pursuits from initial discovery through award. You will be expected to understand how the Air Force and Space Force operate, translate mission needs into executable opportunities, and position Gallatin’s Navigator platform against critical logistics, readiness, sustainment, and operational-planning challenges. Success requires equal parts mission credibility, enterprise sales discipline, acquisition fluency, and personal initiative. You will work closely with Gallatin’s Product, Engineering, Solutions, Engagement Management, Capture, and executive teams, but you will remain accountable for developing the territory, creating qualified pipeline, advancing opportunities, and delivering bookings. WHAT YOU'LL DO Overview - Build Gallatin’s Air Force and Space Force business across priority commands, program offices, mission communities, and operational users. - Identify high-impact problems in logistics, sustainment, readiness, mobility, maintenance, deployment, installation support, and contested operations. - Engage mission users and leaders to understand operational workflows and translate them into measurable outcomes and executable opportunities. - Create net-new pipeline and lead qualified pursuits from initial discovery through technical validation, acquisition, negotiation, and award. - Develop champions, align stakeholders, and navigate funding, contracting, security, and integration requirements. - Lead territory and account planning while maintaining clear opportunity strategies, close plans, CRM discipline, and accurate forecasts. - Coordinate Gallatin’s Product, Engineering, Solutions, Capture, and executive teams to deliver mission-aligned solutions and win strategic opportunities. Air Force / Space Force Domain Expertise - Strong understanding of USAF/USSF organizations, missions, command structures, acquisition processes, funding cycles, and stakeholder environments. - Domain experience in multiple Gallatin-relevant mission areas, ideally including logistics and sustainment, readiness, supply chain, maintenance, mobility, deployment and distribution, operational planning, contested logistics, fuel, medical logistics, installation support, or Space Force sustainment/readiness. - Existing relationships and credibility with relevant operational commands, acquisition organizations, program offices, innovation organizations, and mission users strongly preferred. - Ability to identify operational workflows where Gallatin can create measurable mission impact—not simply sell generic technology. Enterprise Sales Capability - Demonstrated ability to develop and execute territory and strategic account plans. - Strong command of enterprise sales fundamentals: discovery, qualification, stakeholder mapping, champion development, opportunity strategy, competitive positioning, technical validation, close planning, and executive engagement. - Ability to manage long, complex, multi-stakeholder federal sales cycles while maintaining urgency and measurable deal progression. - Strong forecasting discipline and ability to maintain an accurate, defensible pipeline and forecast in CRM. - Comfortable being held accountable for pipeline creation, bookings/revenue, forecast accuracy, and territory development. - Experience navigating federal acquisition vehicles and pathways, including FAR-based procurements, IDIQ/task orders, OTAs and other rapid-acquisition mechanisms. Technical & Mission Fluency - Sufficient technical fluency to credibly engage customers around AI, data, SaaS, APIs/integration, workflow automation, decision support, and enterprise platforms. - Ability to translate operational problems into workflows, requirements, measurable outcomes, and ultimately executable opportunities for Gallatin. - Able to work effectively with technical customers while bringing Gallatin Product, Engineering and Solutions resources into opportunities at the appropriate point. Leadership & Operating Style - Proven ability to operate successfully in a matrixed, cross-functional environment involving Growth, Product, Engineering, Solutions, Engagement Management, Capture, executives, and external partners. - Able to lead complex pursuits through influence rather than formal authority. - Comfortable operating in a high-growth startup environment with ambiguity, limited infrastructure, and significant individual ownership. - High initiative and willingness to personally prospect, develop relationships, conduct discovery, build account strategies, and advance deals. - Strong written and verbal executive communication skills. - Team-oriented and willing to share customer intelligence, relationships, and lessons learned across the broader Growth organization. Clearance & Military Experience - U.S. citizenship and ability to obtain/maintain a security clearance required. - Active Secret preferred; active TS/SCI highly desired - Prior U.S. military service is a plus but not required. - Air Force or Space Force operational, logistics, sustainment, acquisition, program management, or mission-planning experience is particularly valuable. WHAT WE'RE LOOKING FOR - 8+ years of relevant professional experience, with 10–15 years attractive for candidates who have combined military/government and commercial experience. - 5+ years working with or selling into the U.S. Air Force and/or U.S. Space Force strongly preferred. - Demonstrated success selling complex enterprise software, AI/data platforms, SaaS, or mission technology into the federal government. - Proven ownership of seven-figure enterprise opportunities from identification and qualification through technical evaluation, acquisition, negotiation, and close. - Track record of creating net-new pipeline and driving it to close, not simply managing inherited accounts or responding to RFPs. BONUS POINTS - Active U.S. government security clearance (Secret, TS, or TS/SCI). - U.S. military or government service background — operational, acquisition, J4/G4/N4/A4, or equivalent. - Prior mission development, BD, or account leadership experience at a defense-tech startup, growth-stage federal contractor, or hyperscale commercial logistics provider. - Experience advancing AI, data, autonomy, or logistics/sustainment software into your portfolio. - Existing relationships across primes, systems integrators, and defense innovation organizations (DIU, AFWERX, SOFWERX, NavalX, DEF, etc.) and relevant program offices. - Familiarity with Foreign Military Sales (FMS) and international procurement mechanisms. MISSION AND IDENTITY We are building the system that enables faster, smarter logistics decisions in contested environments, and we're doing it with a team of seasoned entrepreneurs, operators, and technologists who have built and scaled solutions in this space before. We hold ourselves to an extremely high standard. We value clear thinking, direct communication, and the kind of ownership that doesn't stop until something actually works. Our mission is to create decision advantage when the stakes are the highest. If we succeed, the system doesn't just run; it gets smarter. We're not building AI for its own sake. We're building it because faster, smarter decisions in the most demanding environments on earth can't wait. If you want to work somewhere the stakes are real and the mission is urgent — you'll fit in here. WHY GALLATIN? The logistics infrastructure that supports America's warfighters and humanitarian disaster responders is overdue for transformation, and we are building it. From defense operations to disaster response, we're solving the hardest problems that keep missions moving when it matters most. Join a team where the mission is the point. COMPENSATION Gallatin offers competitive compensation commensurate with experience. Actual compensation may vary based on experience, skills, and location. In addition to base salary, we offer a generous equity grant, full healthcare coverage, 401k, unlimited PTO, and the perks of working in a high-caliber, mission-driven environment. Gallatin is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable federal, state, or local law. This position may require the ability to obtain and maintain a U.S. government security clearance. The successful candidate must be able to work in a classified environment when necessary. We comply with the United States Department of Labor's Pay Transparency provision https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_English_unformattedESQA508c.pdf. Note: Due to the nature of certain government contracts held by this organization, U.S. citizenship is a requirement for all positions at Gallatin. Proof of citizenship will be required prior to employment if selected.